Manager-Zonal BD

JOB PURPOSE

Drive the Business Development process for Goa Cargo business to spread across the Western & Southern region to divert & enhance regular volumes from Catchment Areas to Goa. Establishment of new customers, Freight forwarders, Trucking Operators required EXIM & Domestic ecosystem.

ORGANISATION CHART

Business Head

Manager - Zonal BD

KEY ACCOUNTABILITIES

Key Accountabilities
• Responsible for managing all commercial activities & Solutions, meeting up the Annual Tonnage Targets.
• Weekly review with Business Head for timely updates and next week plan. • Work on Strategic Marketing plans for the marketing in catchment areas.
• Map the existing territories for further addition of customers and commodities.
• Effective control of territory performance and BD results, make-up plan in-case of de-growth.
• Conduct new research to identify new catchment regions/ customers/ commodities and provide logistical solutions via Goa through trade facilitation for generating cargo diversions.
• Collaborate with Operation and Security teams for creating and setting up SOPs for special handling / Limited period projects/ New Projects.
• Periodical visits to catchment to maintain relationship with the Stakeholders and promote new solutions via Hyderabad. Address the Grievances through Internal Stakeholders and offer effective SOPs for the shipment.
• Build strategic relationships within the Aviation Industry.
• Coordinating with Airlines for creation of Freighters connectivity.
• Liaise with Territory Regulatory Bodies Customs, ICDs, CONCOR, PQ, AQ, APEDA, MPEDA Horti. Dept. Etc. to set up Processes and promote Transhsipment via Goa.
• Identify individual performance of Airlines / Forwarders and launch New Business / Revenue Streams through Strategic Business Partnership with Regional Shippers / Agents/ Airlines / Truckers/ Regulatory Bodies and ensure AOP is achieved.
• Participate in Local / Regional / National / International trade conference regularly and generate leads & prospects through business networking.
• Drive and Promote Business and Marketing activities through Regional Roadshows & Customer Meets in catchment regions.
• Manage Regional/ Territory Stakeholder and Conducting periodic business meetings with Airlines, Shippers & Agents for Business plan and AOP Projections.
• Gather Competitive Intelligence & Analyze market trends
and provide inputs for fine tuning existing business strategy.
• Design Annual Learning & Development Plan, Training required to enhance skills.
• Undergo Business conferences, exhibitions.
• Maintain all Customer Key Account & Stakeholder Management.

EXTERNAL INTERACTIONS

Exporter, Importer, Vendors – Trucking Companies (Bonded, Non- Bonded, Refer, Marketing Agencies.

Trade Bodies – ACAAI, DACCAI, APEDA, MPEDA etc..

Freight Forwarders / CHAs / Logistic Companies

Schedule Airlines, Non- Schedule Operators, Ad-hoc Charters

Regulatory / Government Agencies- Customs, PQ, AQ

INTERNAL INTERACTIONS

Coordinating with Internal Department Heads and colleagues.

FINANCIAL DIMENSIONS

•AOP (Annual Operating Plan) Revenues for Goa Cargo (approx Rs 13 cr p.a) for FY'25.

Regional Target on Catchment Areas, adding new Territory, new Commodities, new Customer, High Yield Cargo Tonnage & Volume Diversion; Customer Interaction Events

OTHER DIMENSIONS

Large no of Shippers/ Consignee/ Forwarders.

EDUCATION QUALIFICATIONS

Any Graduate and MBA with Marketing/ International Business / Logistics Management will be added advantage.

RELEVANT EXPERIENCE

 10-15 years of experience in Logistics / Airports/ GHA/ Freight Forwarders/ Airlines

COMPETENCIES